ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning. What is an Account Plan?

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

SmartKarrot

JUNE 28, 2023

In fact, a survey by Bain & Company shows that a 5% rise in customer retention results in over 25% surge in profits. The key account manager is then supposed to act as the first contact point between these clients and the business, dedicate resources, and hold meetings with them. This now becomes a challenge.

Key Account Management 10

Key Account Management Account Management CRM Management 10

SmartKarrot

MARCH 8, 2022

In celebration of International Women’s Day, we are honored to present our Top 50 Women Leaders in Customer Success to Follow list for 2022, celebrating 50 influential women leaders and their inspiring stories of strength and success. Her diverse yet unique skills include customer life cycle optimization from pre-sales.

Customer Success 21

Customer Success Co-Creation Customer Experience Leadership 21

SBI Growth

JANUARY 21, 2019

Investment by B2B firms into a Customer Success function continues to outpace all other roles. Growth in Customer Success positions in 2018 was more than 80% above 2017 levels. Leadership continues to place their confidence and budget into Customer Success.

Customer Success 74

Customer Success B2B Leadership Value Proposition 74

Revegy

JANUARY 21, 2021

Demonstrating measurable value is the #1 thing you can do to drive upsell and cross-sell opportunities to increase wallet share within an account. Recent TOPO research showing that, given the uncertainty in the marketing, customers are intent on seeing value in the first 90 days. Demonstrating Value to Grow Wallet Share.

Supply Chain 52

Supply Chain Account Management Suppliers Acquisition 52

SmartKarrot

DECEMBER 15, 2021

In the field of customer success and customer experience, augmented intelligence can be of special importance. They work hand in hand to improve success rates in their own unique abilities. SmartKarrot’s Augmented Intelligence for Effective Customer Success. Account Management.

Customer Success 10

Customer Success Artificial Intelligence Decision-making Prioritization 10

Jermaine Edwards

APRIL 16, 2020

If you were to take “Adaptation Theory” into the current world you’ll see the three basic types of adaptations happening: Structural adaptation : change in the business model Physiological adaptation : new skill acquisition Behavioural adaptation : new thinking and systems.

Computers and Electronics 130

Computers and Electronics Supply Chain Telecommunications Financial Services 130

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Gaining client insights is also a powerful advantage in the acquisition of new logos. In too many organizations, account planning is treated as the exclusive domain of sales.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

Hubspot Sales

APRIL 19, 2018

Along with cutting costs, companies usually try to estimate qualitative ROI using the following criteria: Freeing the time of your in-house employees (usually sales account execs). Acquisition of knowledge and experience. Each of the 20 fastest growing B2B SaaS companies have implemented outbound outreach. Innovation.

Sales 94

Sales B2C Organization Innovation 94

SmartKarrot

OCTOBER 26, 2022

For several reasons, both large and small customers can churn. Implementing a comprehensive account management program is the greatest approach to preventing an expensive breakup with your most valuable clients. Key account management is the tactical method businesses use to manage and expand their most crucial clients.

Account Management 11

Account Management B2B Management Advertising 11

SBI

AUGUST 22, 2019

has worked with hundreds of customers to increase quota attainment and shorten new hire ramp times by creating visibility and analyzing prospect-facing meetings at scale. Customers like Zoom, Outreach, Qualtrics, Adobe, and GitLab ramp new hires to productivity 30-50% faster and see an increase in quota attainment from 20-to-100%.

Account Planning 22

Account Planning Acquisition Meetings Sales Management 22

SmartKarrot

SEPTEMBER 24, 2021

Chargify is said to be one of the most sought after billing and revenue management platform that has been specially catered for B2B SaaS businesses. The Paddle Revenue Delivery Platform for B2B SaaS companies helps in promoting growth, acquisitions, renewals and expansion as and when required. Like what you are reading?

Software 10

Software Software Customer Success B2B 10

SmartKarrot

JULY 7, 2023

It is important to understand that account white space analysis is not limited to any particular industry or a business of a particular size. It can be utilized with ease by B2B and B2C businesses as well. You might also like: Looking for Account Management Software? Learn to choose the best.

Business Growth 10

Business Growth Account Management B2C Profitability 10

SmartKarrot

OCTOBER 13, 2022

The primary objective of a CSM (Customer Success Manager) is to promote and demonstrate value to its clients continuously. However, many companies have different strategies and approaches when it comes to who should own/lead account expansion and how involved CSMs should be. Customer Success.

Account Management 10

Account Management Customer Success Management Negotiation 10

SmartKarrot

NOVEMBER 22, 2022

Still, one unified unit of three departments working together: Sales, Marketing, and Customer Success departments, mainly because the land-and-expand strategy is the concept of your current customers being your best sources of revenue. Role of Customer Success in scaling .

Customer Success 10

Customer Success Account Management Software Software 10

SmartKarrot

MAY 27, 2020

After the era of customer service and customer experience, now is the time for customer success to try its luck. Talking in terms of B2B businesses, client success is one of the factors that businesses are focusing on, in 2020. A client success director’s role does not end after client acquisition.

Emotional Intelligence 10

Emotional Intelligence Customer Success Leadership B2B 10

SBI

AUGUST 12, 2019

We’re placing the power of AI within reach for every Marketing, Sales, and Customer Success department and enabling those teams to engage their prospects and customers with highly personalized and nuanced conversations at scale.”. Account Planning. There is a section that states. Sales Enablement. ????Revegy,

Account Planning 32

Account Planning Innovation Acquisition Account Management 32

ProlifIQ

AUGUST 17, 2023

Introduction: In the dynamic landscape of B2B sales, adopting innovative strategies is essential for sustained growth and profitability. One such strategy gaining popularity among sales and customer success leaders is the “land and expand” approach.

Acquisition 52

Acquisition Stakeholders Customer Success Profitability 52

SmartKarrot

OCTOBER 28, 2022

What is Strategic Account Management? This approach is called strategic account management for enterprises (also known as key account management). The Responsibility of Strategic Account Manager. Strategic account management’s primary premise is to start small and expand over time.

Account Management 10

Account Management Management Key Account Management Decision-making 10

SmartKarrot

APRIL 13, 2020

As companies are increasingly interested to use SaaS as a winning strategy, several recent trends in 2020 have been observed amongst top SaaS businesses: In 2020, it is very important for SaaS businesses to create customer-success functions and take a more proactive approach towards customer success management.

Software 19

Software Software Acquisition Innovation 19

SmartKarrot

OCTOBER 12, 2022

It may appear that this only applies to B2C companies that conduct direct sales to customers. However, it also applies to B2B businesses. In the B2B world, the customer experience is crucial for businesses to differentiate themselves in a crowded market. You can foster a customer-centric culture by doing this.

B2B 10

B2B Onboarding Customer Success B2C 10

ProlifIQ

JANUARY 27, 2022

B2B customers have unique timelines and processes for when and what they buy. mergers, acquisitions, downsizing, expansion). A white space chart helps you match those potential B2B buyers with your full line of products and services. In Salesforce, you have the ability to report on account and opportunity data.

Account Planning 52

Account Planning Stakeholders B2B Key Account Management 52

Zendesk

JUNE 28, 2022

This program was built to help companies transform their reps into highly skilled salespeople who understand the enterprise sales process and can deliver great value to customers. Enterprise processes often mean a higher cost of customer acquisition, a longer sales cycle, and a tougher audience for sales pitches.

Sales Training 52

Sales Training B2B Sales Profitability 52

Insightly

JULY 25, 2023

An ideal customer profile (ICP) is a comprehensive, documented profile of your company’s perfect customer. While an ICP is relevant in both B2C and B2B marketing scenarios, we’re primarily focused on B2B in this article. They are loyal and they pay you the equivalent of 50 smaller customers. Great, right?

Manufacturing 52

Manufacturing B2C Decision-making B2B 52

SmartKarrot

APRIL 24, 2020

This ‘fine line’ is created by the gap between customer acquisition and customer retention. While customer acquisition is the key driver for dynamic revenue growth, customer retention is often the critical factor. What is Client Success? That’s what we are working towards customer success.”.

Management 11

Management Account Management Acquisition Value Proposition 11

SmartKarrot

FEBRUARY 10, 2022

Customer Metrics : These metrics prove to be a blessing when it comes to an understanding the habits and tendencies of your existing customer base. Recurring Revenue Metrics : These metrics help a B2B SaaS organization ascertain its long-term value measured in MRR (Monthly Recurring Revenue) or ARR (Annual Recurring Revenue).

Software 10

Software Software B2B Customer Success 10

SmartKarrot

SEPTEMBER 8, 2020

If you are into customer success, then you understand the need of demonstrating value to the client on a timely basis. Whereas, when the customer’s business outcomes take time to reflect in their quarterly report, a QBR could be beneficial. The goal is not just retaining the customers but 90% retention rate. Measurable.

Customer Success 10

Customer Success Meetings B2C Stakeholders 10

SBI

NOVEMBER 7, 2019

Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey. Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. About Seismic. Prospect Intelligence.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20

Hubspot Sales

JULY 1, 2019

A successful account-based approach requires cross-department coordination. Every team -- Sales, Sales Development, Marketing, Customer Success, Finance, Product, Engineering, and the C-suite -- must be aligned. Albro proposes we use “Account-Based Everything,” or ABE. The average B2B purchase now involves 6.8

Stakeholders 85

Stakeholders Finance Sales Decision-making 85